I talked with Mary Grothe, Sales BQ CEO & Founder to better understand how behavioral intelligence plays into the success of salespeople and the sales managers leading their teams. As a top performing individual sales contributor herself before starting her own business, Mary knows a thing or two about over achieving sales quota.

We start by talking about what BQ – Behavioral Intelligence is and how a keen understanding of BQ impacts sales success.

As beneficial as understanding BQ can be, there are circumstances where BQ has a negative effect on sellers. Learn what those things are when you listen to the interview.

Mary talks us through how to identify and remove barriers that lower a sales team’s BQ overall.

Next, we tackled the topic of motivation. Lots of opinions about what that means and whether or not sales leaders can motivate their team members. Mary shares her thoughts on how to motivate a sales team to perform at higher level.

Finally, we closed by talking about how once a once a culture of high BQ is created, the ways in which you maintain it.

Listen and enjoy the interview!

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Mary Grothe, CEO and Founder of Sales BQ. She is a former #1 rep in the MidMarket B2B SaaS Payroll / HR industry. After 8 years and millions in revenue sold, she founded Sales BQ, and leads a team of fractional VPs of Sales across the country as they rebuild their clients’ sales departments, all while focusing on the behavioral quotient.

Top Sales Awards 2019

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Conversations with Women in Sales is a podcast dedicated to becoming the best resource in the world for female sales professionals. And, it just happens to be the ONLY podcast dedicated to women in sales! Listen on … Listen & Learn!